1、lUnit Two:Establishing Business RelationsPoints for Attention建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：注意事项l1.The source of informationl2.brief introduction to your own companyl3.The intention of writing the letterl4.Expressing the intention of cooperation and getting earl
2、y reply1.The source of informationl说明信息来源，告知对方你从何渠道得知对方的名称和地址。获得客户名址的途径：获得客户名址的途径：1.参加交易会或博览会 2.国内外的商会，商务参赞处或其它的商务组织。3.贸易伙伴的介绍4.代表团互访5.市场调查6.客户自我介绍7.通过银行8.广告Useful expressionsThrough the courtesy of we know your company Your company has been kindly introduced to us by We owe your name to the 通过我们知道你
3、们公司你们的公司蒙介绍给我们多蒙把你们的名字介绍给我们we learn through that we learn from thatwe learn from that on the recommendation of on the recommendation of 我们通过我们通过得知得知我们从我们从得知得知由由介绍介绍 l2.brief introduction to your own company（the scope of your business,little advertising on your products or service).对你的公司作简单的介绍（公司的经营范
4、围，稍稍宣传一下自己的产品或服务）Useful expressions Let us introduce We wish to introduce ourselves to your asWe wish to introduce ourselves to your as fall within our business activitiesfall within our business activities Our lines are mainly Our lines are mainly 让我们介绍一下让我们介绍一下我们把自己作为我们把自己作为介绍给你们介绍给你们属于我们的经营范围我们主要
5、从事3.The intention of writing the letterlWhat kind of business you want to do with them,e.g.to purchase their products,to sell your own products,to enter into a joint venture with them,etc.你想与对方做什么生意，比如，想购买对方的产品，推荐你自己的产品，想与对方建立合营企业等Useful expressions We are willing to enter into business relations wi
6、th you.We express our desire to We express our desire to we are now writing to you for the we are now writing to you for the We are desirous of We are desirous of 我们愿意和你们建立业务关系。我们表示希望我们现写信愿意我们愿意l4.Expressing the intention of cooperation and getting early reply 表达合作愿望并希望早日收到回复Useful expressions We lo
7、ok forward to receiving We look forward to receiving Hope to receive Hope to receive Your early reply is appreciated.Your early reply is appreciated.We are expecting your answer.We are expecting your answer.希望早日收到希望收到盼早复Letter 1lbe introduced to lfall with the business scope oflbe pleased to do sth:
8、被介绍给属于的经营范围乐于做 enter into(establish,build，open up)business relations with与建立业务关系如：We would like to enter into business relations with you in this line.at an early date:尽早尽早Wish to receive your reply at an early date.la general idea，a rough idealAvailable 一般的了解、大致概况可以得到的，可用的available 作形容词用，通常放在它所修饰的名
9、词后面，可以修饰人或事。There are no such men shirts available for export.没有可供出口的这样的男式衬衫。enclose：附寄，附在信里：附寄，附在信里Enclosed please find our brochure.随信附寄我们的产品手册。brochure，booklet，pamphlets:小册子小册子 samplecutting booklet：剪样本：剪样本Quotation:报价报价Your quotation for bicycles is too high to be acceptable.We will be glad to q
10、uote you CIF Shanghai.lUpon/on receipt of:一收到 We will send you our quotation on receipt of your specific enquiry.一收到你们的具体询价，我们就给你们寄报价单。lLook forward to:盼望，期待 to是介词，后接名词，或动名词Letter 2lthe Commercial Counsellors Office 商务参赞处lavail oneself of:Take this opportunity 利用lIn a position to do sth:能够lBe prepar
11、ed to do sth:愿意且能够lState-owned:State-operated,state-run 国营的，国有的l Specialize in：专业经营 lUnder/By separate cover/post:另邮寄lInterest 1)n.兴趣，感兴趣的事物，利益（复数较普通），权利，所得的货物 如：We have(feel,take)no interest in cotton piece-goods.我们对这种商品不感兴趣 lThis article is of special(particular)interest to us.我们对这种商品特别有兴趣 This su
12、ggestion is made in the interest of all parties concerned.这个建议是照顾各有关方面的利益利益而提出的。lWe agree to 60 days time L/C provided you pay interest for the period intervening.(介于)我们同意60天期的信用证，但此期间的利利息息须由你方负担。l2)v.引起兴趣 如：The offer(price,shipment,quality)does not interest us.这个报盘(价格，船期，质量)引不起我们的兴趣。Your price is t
13、oo high to even interest buyers in counter-offer.你的价格太高，买方连还盘都没有兴趣。ExerciselI.Fill in the following blanks with proper words:Dear sirs,we have pleasure ()informing you that we are a state-owned corporation,specializing()the export of Chinese cotton piece goods and are willing to()business relations(
14、)you.ininestablishwithIf you find this item()please let us know and we will send you our latest()so as to give you a()idea about our products.As soon as we are informed()your specific requirements,we will()you.We look forward to()from you soon.Yours faithfully interestingcataloguegeneraloftellreceiv
15、elII.Translate the following terms into Chinese.1.specialize in 专营2.upon/on receipt of 一收到就3.for your information 供你方参考4.with a view to 为了 5.business scope 业务范围6.prospective buyer 潜在买主7.goods available for export 可供出口的货物8.sample-cutting book 剪样册9.accept orders 接受订单10.trade marks 商标11.the Commercial
16、Counsellors Office 商务参赞处12.establish business relations 建立贸易关系13.light industrial products 轻工产品14.import and export 进出口15.a catalogue and a price list 商品目录单和价格表16.Under/By separate cover 另寄17.for your reference/information 供你参考18.concrete enquiry 具体询价Exercises:lI.1.we wish to extend our welcome to y
17、our desire to enter into direct business relations with us in the line of textiles.我们热烈欢迎你公司希望与我们在纺织品业务方在纺织品业务方面面建立直接业务关系.在在.业务方面业务方面2.Your letter of the 2nd March expressing the hope of establishing business connections with us has been received with thanks.你3月月2日日希望同我们建立业务关系的信已经收到，谢谢。3.Specilizing
18、 in the export of Chinese Leather shoes,we wish to express our desire to trade with you in this line.我们专营中国皮鞋出口，希望同贵公司在该业务方面进行交易。专营在该业务方面4.We suppose your Commercial Counselors Office here has referred us to you for establishing business relations with your corporation.我们猜想贵国驻我国商赞处已把我公司介绍给你以同你们建立业务关
19、系。商务参赞处5.We wish to introduce ourselves to you as a state-run import and export corporation dealing in light industrial products.我们希望介绍我公司是一经营经营轻工产品的国营进出口公司。经营6.Being one of the leading importers of textiles in Pakistan,we are writing to you in the hope of establishing direct trade relations with yo
20、ur firm.in the hope that we can and hope that 我们是巴基斯坦主要的纺织品进口商之一，之 所以写信给你，是希望与你们公司建立直接贸易关系。lII.1.承弗里曼公司介绍，得悉你公司是贵国轻工业品最大进口商之一。Through the courtesy of Messrs.Freeman&Co.,we learn that you are one of the leading importers of light industrial products in your country.2.我公司系一国营公司专营专营五金出口，已从从事事该业务多年，产品获国
21、外客户好评。We are a state-owned corporation,specializing in the export of metals,and have engaged in this line of business for many years.Our products have won favorable comments abroad.3.我公司愿与你公司建立业务关系，以以扩大我产品在你地的销售数量。We are desirous of establishing business relations with your corporation so as to（with
22、 a view to，in order to）expand（increase，extend）the sales of our products at your end.4.贵国驻华大使馆商务参赞处告知你拟从我国进口车床，故特致函你公司，希望能在该项产品方面建立业务关系。The Commercial Counselors office of your embassy in China has informed us that you intent to import lathes from China,and we are writing to you in the hope that we m
23、ay establish business relations with you in this line.5.在收到你方具体询价时，我将立即寄上报价单及样品。We will send you our quotations and samples immediately on/upon receipt of your specific（concrete）enquiry.6.请告知你方的具体需要，以便我公司另寄目录及报价单。Please let us know your specific requirement so that we can send you our catalogue and
24、quotation by/under separate post/cover.补充练习补充练习1.Your firm has been kindly recommended to us by Messrs J.Smith&co.,Inc,.in New York,as large importers of furniture.纽约史密司有限公司向我们介绍，贵公司纽约史密司有限公司向我们介绍，贵公司是家具业的主要进口商是家具业的主要进口商 2.We have obtained your name and address through the Bank of China and understo
25、od that you would like to establish business relations with us.我们从中国银行得到贵公司的行名和地址，我们从中国银行得到贵公司的行名和地址，并获悉贵公司愿同我们建立业务关系。并获悉贵公司愿同我们建立业务关系。3.We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension 我们有幸自荐，盼望能有机会
26、与你们合作，我们有幸自荐，盼望能有机会与你们合作，扩大业务。扩大业务。4.Being specialized in the export of Chinese Art and Craft goods,we express our desire to trade with you in this line 我们专门出口中国工艺品，源与贵方开展我们专门出口中国工艺品，源与贵方开展这方面业务。这方面业务。5.你方2001年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围 Your letter of September 2,2001 has been received.We are
27、 glad to inform you that the articles required by you fall within the scope of our business activities.6.遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意。In compliance with your request,we are sending you a range of cut samples of our cotton piece goods.We hope they will arrive in time and be found to your sati
28、sfaction.7.你方9月4日来函收到。承告你们对肉类罐头有兴趣，并考虑试订。We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.Write a letterWrite a reply to ABC co.with the following particulars.1.Acknowledge the receipt of their let
29、ter of June 27;2.Agree to their proposal of establishing trade relations with you3.Commodity inspection will be handled by the bureau concerned in Shanghai.lDear sirs,With reference to your letter of June 27,we are glad to learn that you wish to enter into trade relations with us,which also meets ou
30、r interest.To give you a general idea of our products,we are sending you by air a catalogue showing various products being handled by this corporation with detailed specification and means of packing.Quotations and sample will be sent upon receipt of your specific enquiries.As we have not had the pl
31、easure of doing business with you in the past,we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment,and necessary certificates in regard to the quality一受到就 and quantity of the shipment will be provided.We are looking forward to your early reply.Your faithfully.
